Sales Gravy - b2b sales networking community main banner
SocialTwist Tell-a-Friend   

Sales Gravy  FEED


 

Main Menu

Featured Articles
Articles Index
Sales Podcasts
Sales Gravy Blogs
Sales Videos
Best of Sales
Sales Jobs
Webinars
Submit An Article
Sales Gravy Authors
Get Our RSS Feeds
Contact Us
Invite Your Friends
Administrator
advertisement.png, 0 kB
One Sentence to Establish Immediate Rapport PDF Print E-mail
Written by Mike Brooks SocialTwist Tell-a-Friend   

 
If you have to make cold calls as part of your sales process - either to set appointments or to find potential clients to sell your products and services to - then you know how hard it is to overcome initial resistance and establish rapport.  Let's face it, people don't like to be bothered by a sales rep they don't know.

Think about your own reaction when you get a call at home from a telemarketer you don't know.  As soon as they begin their pitch, your eyes probably roll up and you begin thinking of ways to get off the phone.

Even if they are personable (which is rare) or have something you're actually interested in (which is rarer), most telesales calls feel like an intrusion and end up being ineffective.

One of the biggest reasons for this is that most sales reps making calls have no idea how to engage a prospect and make a connection in the opening ten seconds.  Making that connection is the most important thing you can do to lower or eliminate initial resistance and give yourself a real chance to see if what you're offering is a fit for the person you're speaking with.

Here is the one sentence you can use that will give you the best chance to make that connection:

"Hi _______, this is ________ _________.  We haven't spoken yet but I'm calling you because you (use your product or could benefit from it) and I have (your product offering or benefit) and wanted to run something by you.  Let me ask you a quick question, if I could..."

The power in this technique is that by leveling with your prospect that you don't know them, you are immediately eliminating the natural resistance that is there when this goes unspoken.  Prospects respect this honesty, and you'll feel a natural connection form as a result.

Don't underestimate the power of this technique, but rather, try it for a few days and see for yourself how effective it is.  Obviously, you'll want to adapt it to fit your product or service, but taking the time to do this will pay big dividends.

Remember - making an immediate connection is the most important thing you can do, and this technique will help you do that.




If you like this article, click here for Mike Brooks' The Complete Book of Phone Scripts.

Mike Brooks
About the author:

With over 20 years of inside sales closing experience, Mike Brooks has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices. Author of the hot new book, The Real Secrets of the Top 20%: How To Double Your Income Selling Over the Phone, Mike's proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications. Mike combines proven, current tactics and skills with personal experience to provide a motivational and practical presentation.  



 
< Prev   Next >
[ Back ]

Latest Articles

Most Popular

Sales Gravy Authors




Valued Partners
 
advertisement.png, 0 kB
© 2010 Sales Gravy Articles